Sales in Mechelen

Yes, and that is usually the starting point. Brand rules, pricing and systems are fixed; what is open is how this market gets worked. We operate inside the existing brand guidelines and the existing CRM, and set up prospecting, qualification and follow-up for the Belgian and Dutch market. Where it helps, we support local management in making the case for an adjustment aimed at this market.

Get in earlier. If you only reach the table at the quotation stage, someone else has already framed the comparison. In a distribution and supply market like this one, delivery reliability, lead time, returns handling and stock agreements often weigh more than unit price, but that has to be discussed before the specification goes out. We aim prospecting at exactly that point and train the conversation that puts those factors on the table.

Not along national borders but along buying behavior. From Mechelen those three markets are often served by the same small team, which means each of them gets done by halves. We first establish where the real potential sits and which language and approach apply there, then divide accounts by segment and language rather than by postcode. Often one of those markets turns out to need its own rhythm and its own follow-up before it returns anything.